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About the Book

Lawyer Negotiation 3E

Front Cover - Lawyer Negotiation 3E

Third Edition

Jay Folberg 
University of San Francisco 

Dwight Golann
Suffolk University 

2016. 408 pages. ISBN: 978-1-4548-5206-3. With Teacher's Manual. 

About the Book

Designed to prepare law students to negotiate knowledgably and successfully as lawyers representing clients, Lawyer Negotiation: Theory, Practice, and Law, Third Edition, features an integrated approach that combines theory, skills, negotiation strategy, ethics, and law. A very readable, interesting, and lively text for any law school Negotiation course, this book reflects the authors’ experience as negotiators, mediators, ADR teachers, and trainers. Interesting notes, thoughtful problems and provocative questions throughout the text raise practical negotiation challenges and policy issues. Excerpts from other leading authors are included, allowing for diverse ideas to be presented on negotiation techniques, and eliminating the need for supplemental material. In addition, examples are included from cases, literature, and the authors’ files. 

Key Features: 
• Retains the same popular format as previous editions while incorporating user recommendations
• Updated and new excerpts from leading experts presenting different views on practice challenges
• Fresh notes and examples
• Additional coverage on causes of conflict, heuristics, the role of emotions, and decision science
• New material on telephone, email, and cyber negotiation
• More helpful advice for effectively representing clients and negotiating in mediation

Preface / Sample Chapters